20. Coach the Outcome

Unless commitment is made, there are only promises and hopes…but no plans.

—Peter Drucker

Every non-producer you are managing is in some form of conflict. They want to succeed and hit their numbers, but their activity says otherwise. They themselves can’t even see it, but you, the manager, can, and it drives you nuts. You have that talk that you always have, during which you say to them, “I have a feeling that I want this for you more than you want it for yourself.” They get misty-eyed and their tears well up while they insist you are wrong. And you, being such a compassionate person, believe them! So you give them yet another chance to prove it to you. You do all kinds of heroics for them and waste all your time on them ...

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